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Three ways to prepare for
small-balance success
By Michael Boggiano
A
1. Educate yourself
The small-balance commercial mortgage marketplace features
a wide range of lender types, including banks, agencies, SBA
options, marketplace lenders, life companies and non-bank
lenders. Take the time to learn as much as you can about
each type-who they lend to, what kind of rates they offer,
how long it takes them to transact, etc. As you look to
identify the best lender for your clients' deals, you can save
time by already knowing which options make sense and
which aren't worth pursuing.
NationalMortgageProfessional.com
DECEMBER 2016 n National Mortgage Professional Magazine n
continued from page 15
Planning for
Commercial in 2017?
fter setting performance records in 2015, the
small-balance commercial mortgage market
has remained strong throughout this past year.
Originators are finding that they can diversify
their business and find success with
commercial deals that closely resemble
residential transactions. As we enter 2017, brokers across the
country are developing strategies to incorporate smallbalance commercial into their product offering. The problem?
Many don't know where to start.
If you want to grow your business with small-balance
commercial mortgages in 2017, take the following three steps
now and get a head start on your competition.
16
nmp news flash
2. Optimize your marketing efforts
A few tweaks to your messaging now can make a big
difference as you market yourself in 2017. Mention your ability
to close small-balance commercial loans in your social media
profiles, and add "commercial mortgages" to your e-mail
signature. Your next step should be to join commercial
mortgage groups on LinkedIn. These groups are a great
source of both educational material and potential business
opportunities.
You can also save time by taking advantage of the
marketing tools some lenders provide. These resources can
include e-mail and phone scripts, messaging strategies and
even unbranded collateral.
3. Start with the opportunities around you
Even if you've never closed a small-balance commercial loan
before, you probably have potential business opportunities
within your existing database. Check the real estate-owned
(REO) section of your clients' 1003 residential loan
applications to find those who own commercial property. You
can also search your database for borrowers who own small
businesses and those who fit the entrepreneurial mold. These
types of clients are likely candidates for small commercial real
estate transactions.
With the New Year right around the corner, now is the time
to start preparing your business for small-balance commercial
mortgages. Take these three steps to position yourself for
success in 2017.
PRMI Partners With
Feeding America
to Stamp Out Hunger
Primary Residential Mortgage Inc.
(PRMI) has partnered with
Feeding America during its
annual Hunger Action Month
campaign to raise more than
$150,000 in just eight weeks. The
donations collected will help
provide more than 1.67 million
meals to children, families and
seniors across the nation.
Feeding America's mission is
to feed the hungry through a
nationwide network of member
food banks and engage the
nation in the fight to end hunger.
Because of its network and
partnerships, Feeding America is
able to secure 11 meals for every
dollar donated.
"I am so grateful to our
community and team members
who came together to make this
campaign a success," said David
Zitting, president and CEO of
PRMI. "We wanted a way to bring
our company closer to the
community and have the chance
to make a difference. Feeding
America has been the perfect
partner for us."
PRMI employees across the
country came together and raised
a total of $152,052 to support
Feeding America, the largest
hunger-relief organization in the
country serving food-insecure
communities in all 50 states.
"Primary Residential Mortgage
has fully embraced the need for a
strong, united hunger-relief effort
in order to feed the individuals
and families struggling with
hunger in the United States," said
Nancy Curby, interim senior vice
president of development at
Feeding America. "We're grateful
to have their support and know
that the meals they've raised will
provide hope for thousands of
people."
FHA Raises Loan
Limits for 2017
MBA Opens Doors
Foundation Reaches $1.5
Million Campaign Goal
Michael Boggiano is national sales manager for
Silver Hill Funding, a small-balance commercial
mortgage lender offering nationwide financing
from $250,000 to $1 million. He may be reached
by phone at (888) 988-8843 or e-mail
MikeB@SilverHillFunding.com.
SPONSORED EDITORIAL
2016-2017 fundraising campaign
goal of $1.5 million during its
recent Annual Convention in
Boston. MBA Opens Doors is a
non-profit organization dedicated
to providing assistance to
families with a critically-ill or
injured child by making their
mortgage or rent payments. MBA
Opens Doors currently works
directly with nine children's
hospitals to identify families in
need. MBA also announced that
it would be participating in Giving
Tuesday, a global day of giving
for communities around the
world, this Nov. 29.
"Providing individuals and
families with safe, sound and
affordable homes fuels our desire
to go to work every day. And we
all know a home is so much more
than just a place to live. It is a
source of emotional comfort; it's
security; it is a place where
memories are made; and we've
all known the joy of coming
home," said Debra W. Still, CMB,
Opens Doors Foundation
chairman, and CEO of Pulte
Mortgage. "Opens Doors has
provided critical relief for families
who are balancing medical
expenses, job loss and other
financial demands while sitting
beside their child's hospital bed.
We have distributed almost one
million dollars in housing
payments to more than 660
families in 20 states. None of this
would have been possible
without the support of MBA
members, and in particular those
who gave so generously."
MBA Opens Doors donors also
fielded 15 runners in the 2016
TCS New York City Marathon,
raising more than $63,000 or 126
percent of their original goal.
The Mortgage Bankers
Association Opens Doors
Foundation (MBA Opens Doors)
has announced it reached its
The Federal Housing
Administration (FHA) has
announced 2017 increases for
forward mortgage limits and
home equity conversion
mortgages (HECMs).
"Because of the change to the
national median home price this
continued on page 24

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